HubSpot & Salesforce Integration Mastery: Conquering 7 Common Challenges  

HubSpot’s meteoric rise as the CRM platform of choice for growing businesses has been nothing short of impressive. Its user-friendly interface, robust features, and emphasis on inbound marketing have made it a favorite among companies looking to scale their operations efficiently. However, as businesses expand and their technological ecosystems evolve, the need to integrate HubSpot with existing enterprise-level CRMs like Salesforce becomes increasingly prevalent.

The integration of these two powerhouses is not always a smooth journey. Both platforms boast extensive capabilities and intricate data structures, making the synchronization process susceptible to a range of challenges. From data discrepancies and sync errors to difficulties in maintaining consistent campaign tracking, these hurdles can quickly turn a promising integration into a source of frustration for businesses.

Imagine a scenario where a lead captured in HubSpot fails to sync with Salesforce due to mismatched field values. Or consider the complexities of aligning multi-currency data between the two platforms, where even minor discrepancies can lead to significant reporting errors. These are just a few examples of the obstacles that businesses often encounter when integrating HubSpot and Salesforce.

That’s where this guide comes in. We’ve meticulously compiled seven of the most common integration challenges faced by businesses. For each scenario, we delve into the underlying issues, provide step-by-step solutions, and offer expert tips to ensure a seamless integration experience. Whether you’re struggling with selective sync, data conflicts, or campaign tracking, this resource will equip you with the knowledge and tools needed to overcome these obstacles and harness the full power of both HubSpot and Salesforce.



Situation 1: The Selective Sync

Scenario: You want to use HubSpot for only a specific segment of your Salesforce database.

Solution: Utilize a selective sync by creating a dedicated Salesforce user with limited access to the records you want in HubSpot. Make this user the admin of the Salesforce sync to control which records are synced.



Situation 2: Configuring Salesforce Sharing Settings

Scenario: You want to control which Salesforce records are visible in HubSpot.

Solution: Adjust Salesforce’s Organization-Wide Default Sharing Settings to private and create Sharing Rules based on specific criteria (e.g., industry, lead status) to determine which records are shared with HubSpot.



Situation 3: The Point of Origin Field

Scenario: Your sales team works in Salesforce and interacts with leads who later convert through HubSpot, causing the lead source to be overwritten.

Solution: Create a “Point of Origin” field in Salesforce and set it as immutable. This field will preserve the original lead source even if it changes in HubSpot.



Situation 4: The Multi-Currency Fix

Scenario: You operate in multiple regions with multi-currency enabled in Salesforce, but the figures don’t sync correctly with HubSpot.

Solution: Ensure that the “Amount in the base currency” field from Salesforce is synced with HubSpot and set the system you use for financial reporting as the preferred source.



Situation 5: The Inclusion List Scenario

Scenario: You want to limit which HubSpot contacts sync to Salesforce.

Solution: Create an inclusion list in HubSpot based on specific criteria (e.g., lead score, engagement level). Only contacts meeting these criteria will sync to Salesforce.



Situation 6: Understanding Campaigns by CRM Platform

Scenario: You want to track campaigns from both HubSpot and Salesforce to analyze ROI.

Solution: Recognize that campaigns function differently in each platform. Use HubSpot for tracking campaign performance metrics and Salesforce for managing sales activities and financial results. Utilize custom reports to get a unified view.


Situation 7: Spotting Custom Properties in the Sync

Scenario: You need to quickly identify custom properties in Salesforce during property mapping.

Solution: Salesforce custom properties always end with “_c”. Look for this suffix to easily distinguish them from standard properties.


Successfully integrating HubSpot and Salesforce is not merely a technical task; it’s a strategic endeavor that requires a nuanced understanding of both platforms’ strengths, limitations, and intricate data models. Each CRM boasts a unique set of features and functionalities, and aligning these disparate systems demands careful planning, meticulous execution, and ongoing maintenance.

By proactively addressing the common challenges outlined in this guide, you can pave the way for a smoother, more efficient integration process. Whether it’s establishing a selective sync, fine-tuning Salesforce sharing settings, or resolving multi-currency discrepancies, the solutions provided here empower you to overcome these obstacles with confidence.

The benefits of a successful HubSpot-Salesforce integration are far-reaching. Seamless data flow between the two platforms enables your marketing and sales teams to collaborate more effectively, gaining a holistic view of the customer journey. This, in turn, facilitates personalized communication, targeted campaigns, and ultimately, increased revenue.

However, even with meticulous planning, sync issues can still arise. It’s crucial to remember that permission settings often play a pivotal role in these scenarios. Incorrect permissions for the integration user or the sync admin can disrupt the flow of data, leading to errors and inconsistencies. Therefore, if you encounter any sync problems, the first step should always be to thoroughly review and adjust these permission settings.

By mastering the intricacies of HubSpot and Salesforce integration, you’re not just connecting two platforms; you’re forging a powerful alliance that can drive your business forward. With seamless data synchronization, enhanced collaboration, and a unified view of the customer, you’ll be well-equipped to deliver personalized experiences, optimize your marketing and sales efforts, and achieve sustainable growth.

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