How to Move from HubSpot to Salesforce (Step-by-Step 2026 Guide)

Q: How hard is it to migrate from HubSpot to Salesforce?

It is one of the harder SaaS migrations. HubSpot and Salesforce have fundamentally different data models. HubSpot uses a flat contact-centric structure while Salesforce uses a relational Lead/Contact/Account/Opportunity model. Plan for 1-2 weeks of work and consider hiring a Salesforce consultant for complex setups.

Q: Can I transfer HubSpot workflows to Salesforce?

No, workflows cannot be automatically transferred. HubSpot workflows must be manually recreated as Salesforce Flows. The logic can usually be replicated but the interfaces are completely different. Document every HubSpot workflow before starting the migration.

Q: How much does a HubSpot to Salesforce migration cost?

DIY migration is free but time-intensive (40-80 hours). Professional migration services typically cost $2,000 to $15,000 depending on data volume and complexity. Salesforce implementation partners charge $150-300 per hour. The Salesforce license itself starts at $25 per user per month for Essentials.

By ToolVS Research Team · Last Updated April 2026

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Hard1-2 weeksCRM

This is one of the harder SaaS migrations. Budget 1-2 weeks. HubSpot and Salesforce use fundamentally different data models. HubSpot is contact-centric; Salesforce splits data across Leads, Contacts, Accounts, and Opportunities. Data exports as CSV, but field mapping requires careful planning. Here is how to do it right.

Migration Checklist

Step 1: Export Your Data from HubSpot

Go to Contacts → Contacts → Export (top right) → select all properties → CSV
Go to Contacts → Companies → Export → select all properties → CSV
Go to Sales → Deals → Export → select all properties → CSV
Go to Service → Tickets → Export if you use tickets
Export email templates from Conversations → Templates (copy text manually)
Screenshot all Workflows from Automation → Workflows

Critical: Export associations separately. HubSpot links contacts to companies and deals via associations. Go to Settings → Import & Export → Export and select "Contact to Company" associations.

Step 2: Clean and Map Data Fields

Create a field mapping spreadsheet: HubSpot property → Salesforce field
Key mappings: HubSpot "Contact" = Salesforce "Contact" or "Lead"
HubSpot "Company" = Salesforce "Account"
HubSpot "Deal" = Salesforce "Opportunity"
HubSpot "Deal Stage" = Salesforce "Opportunity Stage" (remap values)
Remove HubSpot-specific fields that have no Salesforce equivalent
Standardize date formats (Salesforce uses YYYY-MM-DD)
Clean phone numbers and addresses to Salesforce format

Step 3: Set Up Salesforce

Sign up for Salesforce and complete the setup wizard
Go to Setup → Object Manager and create custom fields matching your HubSpot properties
Configure Opportunity Stages to match your HubSpot deal stages
Set up page layouts for Contact, Account, and Opportunity objects
Configure user roles and permissions
Set up email integration (Gmail or Outlook connector)

Step 4: Import Data to Salesforce

Import order matters. Follow this sequence:

Accounts first (from HubSpot Companies): Setup → Data Import Wizard → Accounts
Contacts second: link to Accounts using company name or Account ID
Opportunities third (from HubSpot Deals): link to Accounts and Contacts
For large datasets (50k+ records): use Salesforce Data Loader instead
After each import, verify record counts match your source data

Tip: Import 100 records first as a test batch. Check field mappings and data quality before doing the full import.

Step 5: Rebuild Automations

Go to Setup → Flows and recreate HubSpot workflows as Salesforce Flows
HubSpot "If/Then" branches = Salesforce "Decision" elements
HubSpot "Delay" = Salesforce "Pause" element
HubSpot email sequences = Salesforce Sales Engagement (Cadences)
Set up assignment rules for lead routing
Configure email alerts and task creation triggers

Step 6: Test Everything

Verify total record counts match between HubSpot and Salesforce
Spot-check 20 random records for data accuracy
Test every automation flow with real scenarios
Run your key reports and dashboards to confirm numbers match
Test integrations with your website, marketing tools, and support tools

Step 7: Train Your Team

Salesforce has a steeper learning curve than HubSpot. Plan 2-4 hours of training.
Use Salesforce Trailhead (free) for self-paced learning
Create cheat sheets showing where HubSpot features live in Salesforce
Schedule hands-on practice sessions with real data

Step 8: Run Parallel for 2 Weeks

Keep HubSpot active while your team works in Salesforce. Compare deal values, contact counts, and automation outcomes daily. Any discrepancy means something did not migrate correctly. Fix issues during this period, not after canceling HubSpot.

Step 9: Deactivate HubSpot

Do a final complete export of all HubSpot data as archive
Go to Settings → Account → Cancel Subscription
Or downgrade to free CRM to keep read-only access to historical data
Remove HubSpot tracking code from your website
Update all Zapier/Make.com integrations to use Salesforce

What You Will Lose

Email engagement history — HubSpot email tracking data does not transfer
Website analytics — HubSpot page view and form analytics stay behind
Marketing Hub features — unless you add Salesforce Marketing Cloud (expensive)
Simplicity — Salesforce is powerful but significantly more complex to use
Free CRM features — Salesforce has no truly free tier

What You Will Gain

Enterprise scalability — handles millions of records and complex org structures
AppExchange marketplace — thousands of add-on apps and integrations
Advanced reporting — custom report types, cross-object reporting, dashboards
Customization depth — custom objects, fields, validation rules, and Apex code
Industry-standard CRM — easier to hire people who already know Salesforce

Gotchas and Common Mistakes

Lead vs Contact confusion: Salesforce separates Leads (unqualified) from Contacts (qualified). Decide upfront how to split your HubSpot contacts between the two objects.
Import order: Always import Accounts before Contacts, and Contacts before Opportunities. Salesforce needs parent records to exist before you can link child records.
Duplicate records: Salesforce does not automatically deduplicate during import. Use matching rules or import in batches and check for duplicates after each batch.
Activity history: Call logs, meeting notes, and email activities from HubSpot are extremely difficult to migrate. Many teams simply accept starting fresh with activity data.
Hidden costs: Salesforce pricing adds up fast. Storage limits, API call limits, and add-on features like CPQ or Pardot are all extra. Budget beyond the per-seat price.

Data Export Formats

Data Type	HubSpot Export	Salesforce Import
Contacts	CSV	Data Import Wizard / Data Loader
Companies	CSV	Import as Accounts
Deals	CSV	Import as Opportunities
Workflows	No export (screenshot)	Rebuild as Flows
Email templates	HTML copy	Paste into Salesforce templates

Migration Timeline

When	Task	Time Needed
Week 1	Export HubSpot data + field mapping	4-6 hours
Week 1	Set up Salesforce + custom fields	4-8 hours
Week 2	Import data + verify accuracy	4-6 hours
Week 2	Rebuild automations + integrations	6-10 hours
Week 3	Train team + go live	4 hours
Week 3-4	Run parallel + deactivate HubSpot	Monitoring

Frequently Asked Questions

How hard is it to migrate from HubSpot to Salesforce?

It is one of the harder SaaS migrations. The different data models (HubSpot is contact-centric, Salesforce is relational with Leads/Contacts/Accounts/Opportunities) require careful planning. Budget 1-2 weeks and consider hiring a Salesforce consultant for complex setups.

Can I transfer HubSpot workflows to Salesforce?

No, workflows cannot be automatically transferred. You must manually recreate them as Salesforce Flows. Document every HubSpot workflow before starting. The logic can usually be replicated, but the interfaces are completely different.

How much does a HubSpot to Salesforce migration cost?

DIY is free but takes 40-80 hours. Professional services cost $2,000-$15,000. Salesforce licenses start at $25/user/month for Essentials. Factor in training costs and potential AppExchange add-ons.

Not sure yet? Read our full HubSpot vs Salesforce comparison to see pricing, features, and which CRM fits your team better.

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Last updated: April 9, 2026. All steps verified.