What Is a Sales Qualified Lead (SQL)?
Definition
A sales qualified lead (SQL) is a lead that Sales has reviewed and accepted as worth actively pursuing. It's the stage after an MQL: where Marketing said “worth a look,” Sales confirms “worth my time” — usually after a conversation establishes fit, need, timing and authority.
Key takeaways
- An SQL is an MQL that Sales has vetted and formally accepted.
- The MQL→SQL boundary is where the Sales–Marketing SLA lives.
- A healthy MQL→SQL rate signals the two teams agree on lead quality.
MQL vs SQL
| MQL | SQL | |
|---|---|---|
| Owned by | Marketing | Sales |
| Means | Worth a look | Worth pursuing |
| Trigger | Fit + intent / score | Sales review & acceptance |
What makes a lead sales qualified
- Fit — matches your Ideal Customer Profile.
- Need — has a problem your product solves.
- Timing — a reason to act now, not someday.
- Authority — access to the people who can decide.
Frequently asked questions
What's the difference between an MQL and an SQL?
An MQL is Marketing's judgment that a lead deserves Sales' attention; an SQL is Sales' confirmation, after review, that the lead is genuinely worth pursuing.
Who decides if a lead becomes an SQL?
Sales does — typically a rep or SDR who reviews the MQL and confirms fit, need and timing before accepting it.
Where does a Sales Accepted Lead (SAL) fit?
A SAL is an optional stage between MQL and SQL: Sales formally accepts the lead to work it, then qualifies it into an SQL. Many teams skip the SAL step.
Related service: Automate MQL→SQL handoff in HubSpot