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Manage your Salesforce integration settings

Last updated: August 2, 2023

Available with any of the following subscriptions, except where noted:

Marketing Hub   Professional , Enterprise
Sales Hub   Professional , Enterprise
Service Hub   Professional , Enterprise
Operations Hub   Professional , Enterprise
Content Hub   Professional , Enterprise

Learn how to manage your Salesforce integration settings after installation. This includes allocating API calls, reviewing sync errors, and updating sync settings. 

To access your Salesforce integration settings:

  • In your HubSpot account, navigate to Reporting & Data > Integrations.
  • Click Salesforce

Manage API call use and review sync errors

On the Sync Health tab, you can view the number of API calls used by the integration in the last 24 hours, as well as all sync errors preventing data from syncing between the two systems. The API call limit for HubSpot should be set based on your Salesforce API call limit and your current Salesforce API call usage.

To adjust the number of Salesforce API calls allocated to HubSpot:

  • Under Allocated to HubSpot, enter the number of API calls to allocate to the integration, then click Update.
  • The Limited by Salesforce number reflects the Salesforce API call limit set in your Salesforce account. 
  • The API calls used section shows the number of API calls used by the integration and how many are left. 

The Sync errors section shows all sync errors preventing data from syncing between the two systems. View cards for each error type, with the number of current errors and impacted records for each. Click an error type card to see details of the errors in the right panel. Learn more about sync errors


Discover Salesforce integration features

On the Features Discovery tab, learn about the different Salesforce features you can use with HubSpot tools. Features available include:

  • Syncing custom objects
  • Importing object records from Salesforce to HubSpot
  • Activity sync 
  • Workflow actions

Sync contacts between HubSpot and Salesforce

Salesforce leads and contacts sync two-way between HubSpot and Salesforce. Click the Contacts tab to view and edit sync settings for contacts.

In the Creating and Updating Contacts section:

  • Select what happens in HubSpot when a Salesforce contact or lead is updated: Create or update the contact or Do nothing.

Please note: if new Salesforce leads or contacts are set to create HubSpot contacts, a corresponding contact will be created or deduplicated in HubSpot when a Salesforce lead or contact is created, even if the HubSpot contact is not in the inclusion list. Further updates to the contact/lead from either HubSpot or Salesforce will not sync to the other platform.

  • Select what happens in Salesforce when a HubSpot contact is created or updated: Create or update the contact or Create or update the lead

Please note: if Create or update a lead is selected, it is advised to turn off the setting to automatically create and associate companies with contacts in HubSpot. Salesforce leads do not have accounts, and the Salesforce integration uses associated contacts to deduplicate companies, not the domain. When a HubSpot contact is initially created as Salesforce lead with no account, as soon as you manually create an account or convert the lead to a contact in Salesforce, a duplicate company will be created in HubSpot.

If you want the automatically create and associate companies with contacts setting turned on, it is strongly recommended to sync HubSpot contacts to Salesforce as contacts in order to avoid duplicates being created.

In the Deleting Contacts section:

  • Select what happens in HubSpot when a Salesforce contact or lead is deleted: Delete the contact or Do nothing.
  • When a HubSpot contact is deleted, contacts and leads in Salesforce will not be deleted.

In the Adjusting Lifecycle Stage section:

  • Select what happens in HubSpot when a Salesforce contact's opportunity stage is updated in Salesforce: Update the contact's lifecycle stage in HubSpot or Do nothing.
Please note:
  • This setting will not move a HubSpot contact's lifecycle stage backwards. For example, if a HubSpot contact already has a lifecycle stage of Customer, they will not move back to Opportunity if their corresponding Salesforce contact is associated with an open opportunity.
  • The lifecycle stage of a HubSpot contact will not impact any corresponding Salesforce records. For example, setting the lifecycle stage of a HubSpot contact to Customer will not convert the corresponding Salesforce lead to a contact.
  • The Salesforce contact must be associated with the opportunity via contact roles. Custom relationship fields between Salesforce contacts and opportunities, as well as opportunities with no contact roles, will not trigger automatic lifecycle stage transitions.
  • If the companies Lifecycle stage sync setting is enabled, any other HubSpot contacts that are associated with the same company will also have their lifecycle stage updated.


In the Limiting What Syncs section, click the dropdown menu and select an active list as an inclusion list. To create a new active list, click + Create inclusion list. Only contacts in the inclusion list will sync to Salesforce from HubSpot. If no inclusion list is selected, all HubSpot contacts will sync to Salesforce.

  • If you select an existing active list, the setting will update automatically.
  • If you click + Create Inclusion List, you'll be redirected to create a new list in the lists tool.

In the Matching state and country fields section, decide whether default state and country values in HubSpot should be converted to pass validation for Salesforce's State and Country picklists.

  • For Salesforce, select one of the following options:
    • The picklist is disabled in Salesforce.
    • The picklist is enabled in Salesforce.
    • The picklist is enabled and customized in Salesforce.
  • For HubSpot, select one of the following options:
    • Match default Salesforce state/country values when syncing.
    • Sync HubSpot state/country values to Salesforce. 

To review and edit field mappings between HubSpot contact properties and Salesforce fields, click Contacts property mappings.

Manage sync settings for objects and activities 

To manage how an object's data syncs between HubSpot and Salesforce:

  • Click the tab of the object you want to manage settings for (e.g. the Companies tab).
  • To sync that object between HubSpot and Salesforce, click to toggle the switch on.
  • You can also set up field mappings between HubSpot and Salesforce for the respective objects in the [Object] field mappings section. 

The following behavior is expected when syncing contacts, companies, deals, and tickets:

  • Contacts: HubSpot contacts will always sync with Salesforce lead and/or contact objects by default when the integration is enabled.
  • Companies: HubSpot companies sync with Salesforce accounts. Learn more
  • Deals: HubSpot deals sync with Salesforce opportunities. Learn more
  • Tickets: HubSpot tickets sync with Salesforce cases. Learn more

HubSpot engagements (e.g., form submissions, email interactions, meetings, etc.) can be synced to Salesforce tasks. Click the Activities tab to sync activities and tasks between HubSpot and Salesforce.

You can also sync custom objects from Salesforce to HubSpot

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