Sync Salesforce leads and contacts to HubSpot

Learn more about how Salesforce leads and contacts sync to HubSpot as contacts.

The integration matches records using email addresses, then syncs property values based on your field mappings and selected sync direction. This ensures your sales and marketing teams work with the same data in both systems.

After setting up your sync settings and field mappings, learn how to troubleshoot Salesforce sync errors.

How Salesforce leads and contacts sync to HubSpot

Salesforce leads and contacts are not automatically created in HubSpot after installing the Salesforce integration. Salesforce leads and contacts are created in HubSpot in two ways:

• When they are imported from Salesforce to HubSpot.
• When a sync is triggered between Salesforce and HubSpot. 

How HubSpot contacts sync to Salesforce

All HubSpot contacts will sync to Salesforce by default. However, if you create an inclusion segment in HubSpot, only contacts that meet the segment criteria will sync to Salesforce. Members of the inclusion segment will sync to Salesforce when a sync is triggered. 

If new Salesforce leads or contacts are set to create HubSpot contacts in your integration settings, a corresponding contact will be created or deduplicated in HubSpot whenever a Salesforce lead or contact is created, regardless of whether the HubSpot contact is part of the inclusion segment. Further updates to the contact or lead from either HubSpot or Salesforce won't sync to the other platform.

Learn how to manually resync a segment with Salesforce and how Salesforce deduplicates records.

Contact property sync between HubSpot and Salesforce

When you connect HubSpot to Salesforce, certain contact properties are automatically mapped and synced between the two systems. You also have options to customize which properties sync and how specific data types are handled.

Default contact property mappings

Default field mappings are created for the following HubSpot contact properties:

• Account ID
• Annual Revenue
• Business Fax
• Business Phone
• City
• Company
• Contact Description
• Country
• Email
• Email Opt Out
• Employees
• First Name
• Industry
• Last Name
• Lead Source
• Mailing City
• Mailing Country
• Mailing State/Province
• Mailing Street
• Mailing Zip/Postal Code
• Owner ID
• Rating
• Salutation
• State/Province
• Status
• Street
• Title
• Website
• Zip/Postal Code

It isn't possible to delete default field mappings. You can also create custom field mappings to sync other HubSpot contact properties with Salesforce lead/contact fields.

If a lead field and a contact field share an internal name in Salesforce, HubSpot will sync data to both leads and contacts in Salesforce. 

Please note: Salesforce campaigns that are associated with a lead or contact in Salesforce will sync to the HubSpot contact property Salesforce Campaigns.

Understanding Company Name and Account Name sync

If a contact's Company name property isn't syncing between HubSpot and Salesforce, it may be because the HubSpot contact is syncing with a Salesforce contact, rather than a Salesforce lead.

• Salesforce leads have a Company Name text field.
• Salesforce contacts have an Account Name reference field linked to the associated account record.

The Salesforce field Account Name is a reference field, and the HubSpot property Company name is a single-line text field type. Because Company Name and Account Name are different field types, they can't sync with the same property in HubSpot. 

If a HubSpot contact syncs with a Salesforce contact, the HubSpot property Company name won't sync with Salesforce. However, if account sync is turned on, the Salesforce contact's associated account will sync with the corresponding HubSpot contact's associated company. 

Email Opt-Out sync

When a contact is unsubscribed from email communication in your HubSpot account, or the Email Opt Out checkbox is selected on their Salesforce lead or contact record, the other system will be updated. If a contact is marked as Unsubscribed in HubSpot, clearing the Email Opt Out checkbox on their Salesforce lead or contact record won't resubscribe them to email communication. They must take action themselves to receive marketing emails sent from your HubSpot account again.

If a contact isn't currently syncing between HubSpot and Salesforce (e.g., they aren't in your Salesforce inclusion segment), the email opt-out status won't sync from either system until the first time the contact syncs.