Paper Title
CRM Solutions Alignment With Sales Processes: Lessons Learned From Pilot Study

Abstract
The main purpose of conducted research study was to analyze impacts of CRM solutions on the efficiency of sales processes in companies. In research study the data base SloExport and data, gained from the web questionnaire have been used. Despite surveyed companies expressed opinion, that CRM supported sale processes are the most important for implementation of key criteria of efficiency, the survey showed that in most cases companies have not supported all sales process phases and that they are also using only selected functionalities of CRM solutions and because of that impact of CRM solutions on sales efficiency is limited. Keywords - CRM, sales process, automatization of sales staff, key performance indicators, competitive advantage in international business