ESX 2019 Registration
Next Session


Friday, June 22 | 11:00AM-12:00PM

Building & Tailoring Sales Teams to Fit Your Strategy
Friday, June 22, 2018 11:00AM - 12:00PM
When building a sales team, there are best practices and not so best ones. Hiring high-performing salespeople goes beyond just making an employment offer based on their selling experience. It takes a planned hiring and coaching strategy to build a world-class sales organization that fits your brand strategy. In this session, your will learn:
• How to hire smart
• Best coaching ideas that foster team success
• Ways to celebrate achievement and encourage healthy competition
101 B
Jack DeMao photo
Jack DeMao
Electric Guard Dog
As CEO of Electric Guard Dog, LLC, Jack was a 2016 Finalist for Ernst & Young's coveted Entrepreneur of the Year and Electric Guard Dog was named the 2016 winner for SDM's Dealer of the Year. A native New Yorker, Jack is a graduate of Harvard Business School, and an accomplished executive with experience in a variety of industries worldwide. With a personal motto of "Never Give Up" that might be arguably followed by "No Half Measures," Jack has served as President of Chicago Pneumatic Tool Company's Automotive Division, Desoutter LTD, and C.C. Dickson Company. His accomplishments at the latter led to him being named "Man of the Year" by an renowned industry trade publication in 2006. Jack joined Electric Guard Dog in 2007, and promptly led the effort to build a platform for growth that has resulted in the company being named to the Inc. 5000 list 5 out of the last six years as well as repeat appearances on industry accolades, including the SDM 100, SD&I's Fast 50 Integrationists, and South Carolina's List of Best Places to Work. Jack has a permanent home in Charlotte, NC with his wife. He is an avid participant in endurance sports and is an instructor for the Harvard Business School Club of Charlotte's Management Development Program.
Hank Groff photo
Hank Groff
Sr. VP of Sales and Business Development
Dynamark Security Centers
A results proven leader with comprehensive expertise in sales & marketing management including strategy, business development, channel building/communications, relational marketing, branding, research, company startups and direct sales.

Currently Hank is the SVP of sales and business development (i.e. sales training, marketing, advertising) channels of Dynamark Security Centers, a full fledged electronic security, life safety and smart home technology company. With over 40 years in business, Dynamark covers a national footprint with over 500 dealers and partners.

During his four year tenure at Guardian Protection Services, he grew the dealer program from 15 dealers generating 400 systems per month, to 52 dealers generating over 2,000 systems per moth. The result was an increased overall business percentage from 10% of Guardian's total business to over 57% of total business.

He has formerly been in management positions at Monitronics and ADT.

Hank has been married for 28 years to his wife Aixa and he has four children: boys Lance and Jordan, and girls Isabella and Rachel

Sponsor Telguard Logo