Time2–8 weeks typical
DifficultyIntermediate
EditionsAny Salesforce edition
You needHubSpot export + a sandbox
1. Plan and prepare
- ☐ List every team using HubSpot today and what they use it for.
- ☐ Decide what moves: records, activity history, files, and how many years back.
- ☐ Agree on a cut-over date and a short freeze on HubSpot changes.
- ☐ Set up Salesforce users, roles and profiles first.
- ☐ Clean HubSpot data: merge duplicates and archive dead records.
2. Map objects and fields
| HubSpot | Salesforce |
|---|---|
| Companies | Accounts |
| Contacts | Contacts (and Leads for unqualified prospects) |
| Deals | Opportunities |
| Deal pipelines and stages | Sales processes and opportunity stages |
| Tickets | Cases |
| Owners | Users |
| Notes, calls, emails, meetings | Activities (tasks and events) or notes |
| Custom properties | Custom fields |
- ☐ Create matching picklist values for every HubSpot dropdown property.
- ☐ Keep the HubSpot record ID in an external ID field on each Salesforce object, so you can match and re-run imports safely.
- ☐ Decide how lifecycle stages map to Lead Status and opportunity stages.
3. Rebuild automation and forms
- ☐ Rebuild HubSpot workflows as Salesforce Flows.
- ☐ Replace HubSpot forms with Web-to-Lead or your marketing tool’s Salesforce integration.
- ☐ Recreate lead routing with lead assignment rules.
- ☐ Reconnect integrations (email, calendar, billing, support) to Salesforce.
- ☐ Rebuild key reports and dashboards your leadership relies on.
4. Migrate and validate
- ☐ Run a test migration into a sandbox first.
- ☐ Import in order: users → accounts → contacts → opportunities → cases → activities.
- ☐ Compare record counts and spot-check 20–30 records per object with the business owners.
- ☐ Fix mapping issues, then run the final migration on cut-over day.
Tip: Small, clean datasets can use the Data Import Wizard. For history-heavy migrations, use Data Loader or a migration tool with external IDs. See our Data Import Wizard guide.
5. Go live and train
- ☐ Train each team on the screens they will use daily.
- ☐ Set HubSpot to read-only for a short overlap period.
- ☐ Run a daily check-in during the first two weeks to catch issues fast.
- ☐ Track adoption: logins, updated opportunities and closed cases.
Common pitfalls
- Migrating messy data instead of cleaning it first.
- Losing the link between activities and their records.
- Rebuilding HubSpot exactly instead of using Salesforce’s strengths.
- Skipping training, so the team falls back to spreadsheets.
Free template
HubSpot → Salesforce field mapping sheet
Pre-filled standard mappings for companies, contacts, deals and tickets. Add your custom properties.
FAQ
Can we keep HubSpot for marketing and use Salesforce as the CRM?
Yes. Many teams do. HubSpot’s Salesforce integration syncs contacts, companies and deals between the two.
Can we migrate email and activity history?
Yes. Emails, calls, meetings and notes can be migrated as Salesforce activities, linked to the right records.
How long does a HubSpot to Salesforce migration take?
Small, clean datasets can move in a couple of weeks; larger migrations with automation and integrations take longer.
Will we lose data during the switch?
Not with a test migration, external IDs and record-count validation before the final cut-over.
Want a risk-free migration?
Start with a free proof of concept. Daily stand-ups, and you pay only after delivery.