Sales Qualified Opportunity (SQO)

An opportunity that sales has vetted as having real budget, need, and timing, and that is counted in the forecastable pipeline.

By Brandon MinaCEO, BrandPilot AIUpdated November 2026

Short answer

A sales qualified opportunity (SQO) is an opportunity that sales has vetted as having real budget, need and timing, and that is counted in the forecastable pipeline. It marks a later, stricter stage than a sales qualified lead, so SQO volume and value are common measures of how much genuine pipeline marketing and sales have created.