HubSpot-Salesforce integration syncs contacts, deals, and activities automatically
Setup takes about 30 minutes and requires no coding
You choose which data syncs and stay in control
Two-way sync means changes in either system update the other
Integration dramatically improves marketing-sales alignment
Many companies use both HubSpot and Salesforce. HubSpot powers marketing automation and lead management. Salesforce powers sales pipeline and forecasting. The problem: without integration, data gets duplicated and teams use different numbers.
When you integrate HubSpot and Salesforce, your data becomes a single source of truth. A contact created in HubSpot automatically appears in Salesforce. A deal stage change in Salesforce updates in HubSpot. This integration saves your team hours of manual work and prevents data discrepancies.
Good dashboards answer critical questions: How many leads did we generate this month? What's our conversion rate? Which campaigns perform best? A sales leader might care about pipeline and deal velocity. A marketer might care about leads by source and cost per lead.
Before starting:
Step 1: Begin the Integration Process
Log into HubSpot with admin access
Click "Settings" (gear icon) in the top right
In the left menu, click "Integrations"
Look for "Salesforce" in the pre-built integrations
Click "Connect" or "Set up"
Step 2: Authorize HubSpot to Access Salesforce
You'll be redirected to Salesforce login
Log in with your Salesforce admin account
Salesforce will ask for permission to connect
Review permissions (HubSpot needs access to contacts, accounts, opportunities)
Click "Allow" or "Authorize"
You'll be redirected back to HubSpot
Step 3: Configure Your Contact Sync
After authorizing, configure what data syncs:
In HubSpot settings, find "Salesforce connector settings"
Choose "Contact sync" settings:
- Direction: HubSpot to Salesforce (one-way), Salesforce to HubSpot (one-way), or bidirectional
- Recommendation: Bidirectional for most teams
Choose which HubSpot properties sync to Salesforce:
- First name, last name, email (always include)
- Phone, company, job title
- Lead score, lead status, any custom properties
3.For each property, select the matching Salesforce field
4.Click "Save"
Step 4: Configure Your Account/Company Sync
Choose "Account sync" settings
Decide: Is HubSpot or Salesforce "primary" for company data?
Map HubSpot companies to Salesforce Accounts
Select which properties sync:
- Company name, website, industry
- Annual revenue, company size
- Custom properties
5. Click "Save"
Step 5: Configure Your Deal/Opportunity Sync
Choose "Opportunity sync" settings
Set the direction (typically bidirectional)
Map HubSpot deal stages to Salesforce stages:
- Negotiation → Proposal/Price Quote
- Qualified to Buy → Qualification
- Decision Makers Contacted → Discovery
4. Select deal properties to sync:
- Deal name, deal amount, close date
- Expected revenue, probability
5. Click "Save"
Step 6: Set Up Custom Property Mapping (If Needed)
For custom fields unique to your business:
Identify custom Salesforce fields you need in HubSpot
Create matching custom properties in HubSpot
Return to integration settings
Add these custom fields to your mapping
Test with a few records first
Step 7: Enable Two-Way Sync
In integration settings, verify the sync direction for each object type
For bidirectional sync, choose your conflict resolution:
- "HubSpot wins" (if HubSpot data is more current)
- "Salesforce wins" (if Salesforce data is more current)
- "First write wins" (whoever updated first is correct)
3. Click "Save"
Step 8: Test the Integration
Before fully launching:
In HubSpot, create a test contact with a test email
Wait 5-10 minutes for sync
Log into Salesforce and search for the contact
Verify the test contact appears with correct data
Update the contact in Salesforce (add phone number, change company)
Return to HubSpot and verify the change synced back
Test with a deal/opportunity as well
Step 9: Monitor Sync Health
Return to integration settings after 24 hours
Check "Sync status" for any errors
Look for records showing "sync failed"
Common issues:
- Duplicate Salesforce records
- Mismatched field mappings
- Special characters in field names
5. Resolve any errors before full launch
Step 10: Train Your Team
Before fully deploying:
Hold a training session covering:
- Where to make updates (HubSpot vs. Salesforce)
- How data syncs between systems
- Expected sync timing (usually 5-10 minutes)
2. Provide documentation
3. Designate a point person for troubleshooting
Choose Your Primary System: Designate one system as primary for each data type. If HubSpot is primary for contacts, avoid bulk-updating contacts in Salesforce.
Monitor Sync Regularly: Set a weekly reminder to check sync status and error logs.
Document Your Mapping: Create a spreadsheet showing how HubSpot properties map to Salesforce fields. This helps if you need to adjust later.
Start Simple: Sync essential data first (contacts, deals, basic properties). Add custom fields later once the basic sync works smoothly.
Train Your Team: Most integration issues come from team members not understanding how sync works. Clear training prevents problems.
Problem: Contacts aren't syncing from HubSpot to Salesforce
Solution: Check if the contact has a valid email. Salesforce requires email for most record types. Verify sync direction is enabled.
Problem: Some properties aren't syncing
Solution: Verify the property mapping in settings. Check that Salesforce field is the correct type (if HubSpot has a number, Salesforce field must accept numbers).
Problem: Sync is slow or delayed
Solution: Integration syncs happen about every 5-10 minutes. If delays are longer, contact HubSpot support. Large data volumes can slow sync.
Integrating HubSpot with Salesforce helps teams work from the same data, reduce manual effort, and improve alignment between marketing and sales. When the setup is planned well, it creates a more connected system that supports better visibility and faster follow-up.
Start with the essentials, test the sync carefully, and expand from there.