What are healthy sales pipeline conversion rates?
Data-backed insights from 939 B2B companies (Q2 2025-Q1 2026)
B2B SaaS average pipeline conversion: Lead→MQL 25%, MQL→SQL 40%, SQL→Opp 60%, Opp→Close 30%. Overall conversion: 1.8%. Source: Optifai Sales Ops Benchmark (N=939 companies, Q2 2025-Q1 2026)
72% of one team's pipeline never had a chance of closing. They rebuilt it from ICP-matched companies. Win rate: 2x.
Related Resources
Key Findings
Overview
This benchmark data is based on anonymized CRM data from 939 B2B companies collected during Q2 2025-Q1 2026. The analysis covers various industries including SaaS, Manufacturing, Consulting, and Professional Services, with company sizes ranging from 5 to 500+ employees.
Methodology
Data was collected through anonymized CRM exports with company consent. Statistical analysis includes outlier removal and industry-size weighting to ensure representative benchmarks. For detailed methodology, see ourmethodology page.
How to Use This Data
Use these benchmarks to evaluate your team's performance and identify improvement opportunities. Remember that benchmarks vary by industry, company size, and market conditions. For personalized insights based on your specific situation, start free with Optifai.
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Optifai Research Team
VerifiedLed by Yusuke Onishi (Founder & CEO) with 15+ years of B2B sales operations experience. Our research team analyzes pipeline data from 939+ companies to deliver actionable benchmarks for sales leaders.