Configure Hubspot Salesforce integration settings

The Hubspot Salesforce integration lets you control how data flows between your CRM and Salesforce so your teams always work from accurate, up‑to‑date information. By carefully configuring integration settings, you can manage sync behavior, field mappings, and object relationships without losing data or creating duplicates.

This guide walks through the main Salesforce integration settings available in your Hubspot account, explains what each option does, and shows how to choose the right configuration for your sales and marketing workflows.

Access Hubspot Salesforce integration settings

Before changing any configuration, you must open the integration settings area inside your Hubspot portal.

1. Log in to your Hubspot account.
2. In the main navigation, go to your integrations settings (App Marketplace > Connected apps, or your integrations section depending on your portal layout).
3. Select the Salesforce integration from the list of connected apps.
4. Open the settings or configuration tab for the Salesforce connector.

From here, you can adjust sync behavior, choose which records sync, and manage mappings between Hubspot properties and Salesforce fields.

Control core sync behavior between Hubspot and Salesforce

The core sync settings determine how records move between the systems and which platform is considered the source of truth for specific data.

Choose sync direction

You can typically choose among several sync directions for contacts, companies, and sometimes other objects:

• Two‑way sync: Updates in either system sync to the other.
• One‑way from Hubspot to Salesforce: Data flows out of Hubspot into Salesforce, but not back.
• One‑way from Salesforce to Hubspot: Data only flows from Salesforce into the Hubspot CRM.

Pick the direction that best matches where your team does primary data entry. Many organizations use Salesforce as their system of record for sales data and Hubspot as the marketing database, but your ideal setup depends on your process.

Define record creation rules

Integration settings also control when new records are created:

• Allow Hubspot to create new Salesforce leads or contacts.
• Allow Salesforce to create new contacts in Hubspot.
• Restrict record creation so only one system can create new records and the other only receives updates.

If your team wants marketing‑generated contacts to appear automatically for sales in Salesforce, enable record creation from Hubspot. If you prefer tight control over who enters the sales pipeline, you may want to limit automatic creation.

Set conflict resolution behavior

When the same field is changed in both systems, conflict resolution rules decide which value is kept:

• Always favor Salesforce over Hubspot.
• Always favor Hubspot over Salesforce.
• Use the most recently updated value (where supported).

Consider which users are more likely to enter authoritative data. For example, if sales reps maintain deal‑critical information in Salesforce, you might prioritize those values over marketing updates made in Hubspot.

Configure which Hubspot objects sync with Salesforce

Your integration supports syncing multiple object types, depending on your subscription and configuration. You can turn certain syncs on or off and adjust their details.

Contacts and leads sync

Contacts are usually the first object connected between the systems. Typical options include:

• Sync Hubspot contacts with Salesforce leads.
• Sync Hubspot contacts with Salesforce contacts.
• Choose whether to deduplicate based on email or another unique identifier.

Make sure your team agrees on when a marketing contact becomes a qualified lead in Salesforce and configure sync triggers accordingly.

Companies and accounts sync

If you sync companies in Hubspot with accounts in Salesforce, you can:

• Enable or disable company–account sync.
• Define matching rules, often using domain or another key field.
• Control associated contact behavior so related records stay in sync between systems.

Proper company–account sync prevents fragmented views of an organization and helps both marketing and sales see the full engagement history.

Deals, opportunities, and other objects

Depending on your integration level, you may also configure sync for:

• Deals in Hubspot with opportunities in Salesforce.
• Custom objects between both platforms.
• Tasks, activities, or other related records.

Review your Salesforce process stages and align them with Hubspot deal stages so reporting remains consistent across your stack.

Manage Hubspot property and Salesforce field mappings

Field mappings define exactly how data in a Hubspot property lines up with a Salesforce field. Clean mappings are essential for accurate reporting and segmentation.

Review default mappings

The integration provides default mappings for common properties such as:

• First name, last name, and email.
• Lifecycle stage, lead status, and owner.
• Company name, phone number, and website.

Open the mappings section in your settings and confirm that each default mapping matches your Salesforce configuration and business rules.

Create custom mappings

If you use custom fields, you can usually create new mappings to connect them:

1. Select the Hubspot property you want to sync.
2. Choose the corresponding Salesforce field.
3. Set the sync direction for that specific mapping (two‑way or one‑way).
4. Save and test the new mapping on a small set of records.

Be careful when changing mappings for fields that already contain data. Misaligned data types or picklist values can cause sync errors.

Handle picklists and dropdowns

For dropdown or picklist fields, align allowed values between systems:

• Ensure each Hubspot option has a matching Salesforce value.
• Use consistent naming conventions where possible.
• Decide what happens when the integration encounters an unmapped value.

Consistent picklists keep segmentation, automation, and reporting reliable across teams.

Fine‑tune advanced Hubspot Salesforce settings

Beyond basic mappings, several advanced options let you refine how the integration behaves in more complex environments.

Control sync filters and inclusion lists

You might not want every record in one system to sync to the other. Use filters or inclusion lists to:

• Sync only marketing‑qualified contacts to Salesforce.
• Limit sync by lifecycle stage, lead score, or region.
• Restrict syncing of test or internal records.

Well‑designed filters keep your Salesforce instance lean while allowing Hubspot to capture a wider marketing audience.

Set ownership and assignment rules

Ownership fields determine which user sees and manages a record:

• Map the Hubspot owner to the Salesforce owner field.
• Decide whether ownership changes in one system update the other.
• Align owner assignment with round‑robin or territory rules in Salesforce.

Correct owner mappings help automation run smoothly and make sure leads never fall through the cracks.

Monitor sync errors and logs

Use the integration logs to troubleshoot issues:

• Review error messages for failed record syncs.
• Identify missing field mappings or invalid values.
• Fix configuration problems and re‑sync affected records.

Regularly checking integration health ensures that the connection between Hubspot and Salesforce remains stable over time.

Best practices for maintaining your Hubspot Salesforce integration

Once your configuration is live, treat it as an evolving part of your tech stack rather than a one‑time project.

• Document your integration rules so admins in both systems understand how data is handled.
• Review field mappings after adding new properties or custom fields.
• Test significant changes in a sandbox or on a small segment before rolling out.
• Align sales and marketing processes so both sides agree on when and how records sync.

When your team updates pipeline stages, lead scoring, or segmentation, revisit the integration settings to keep the two platforms aligned.

Learn more about Hubspot Salesforce configuration

To see screenshots, latest options, and version‑specific details, explore the official Salesforce integration documentation from Hubspot. The source page for this article is available at Hubspot Salesforce integration settings.

If you need expert help designing a scalable integration strategy, including mapping, automation, and reporting, you can work with a CRM and marketing operations consultancy such as Consultevo.

With carefully planned settings, your Hubspot Salesforce integration will provide a unified view of prospects and customers, streamlined workflows, and reliable data for every go‑to‑market team.

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