You can specify whether HubSpot contacts should be created as leads or contacts in Salesforce when they sync to Salesforce for the first time:
- In your HubSpot account, click your photo or avatar in the top right-hand corner, then click Integrations.
- Scroll down to Salesforce and click Settings.
- Scroll down to the Creating Records in Salesforce: Default Object section and select either Lead or Contact. Your changes will be saved automatically.