In this episode of The Flywheel Effect, host Brent Sonnek-Schmelz sits down with Patrick Martinez, Founder and CEO at Fivestones Solutions. They explore how behavioral and cognitive assessments can reduce hiring guesswork and prevent role fit problems that drain teams.
Patrick breaks down what his survey package measures: drive, expressiveness, patience, and rule-following, plus raw cognitive horsepower. He explains why the report matters less than the coaching session, where leaders put friction points on the table and practice new responses. That work builds learned behaviors without forcing long-term, energy-burning adaptation.
From there, Patrick connects the data to execution. Map your sales process into distinct roles, then staff to strengths instead of trying to clone the owner. Match salespeople to customer styles to avoid “oil and water” meetings. Set decision lanes so fast movers own direction and timing, while process minds own standards, risk, and the definition of done every week.
