---
title: "Scorecard, Source, Select, Sell"
description: "The recruiting process in Appendix B, drawn from Who."
canonical: https://tomsharman.com/bookshelf/the-great-ceo-within/scorecard-source-select-sell/
updated: 2026-11-03
---

# Scorecard, Source, Select, Sell

> The recruiting process in Appendix B, drawn from Who.

Matt Mochary's framework, from The Great CEO Within, pp. 31 to 103.

Framework 14 of 15 from [The Great CEO Within](https://tomsharman.com/bookshelf/the-great-ceo-within/index.md) by Matt Mochary. Category: Lead generation.

## The steps

1. **Scorecard.** Write mission, 3 to 8 measurable outcomes with dates, and competencies.
2. **Source.** Always source, mostly through referrals, before slots exist.
3. **Select.** Run a phone screen, topgrading interview, focused interviews and reference calls.
4. **Sell.** Address Fit, Family, Freedom, Fun and Fortune across the whole process.

## Where it comes from

From chapter: Chapter 22: Key Performance Indicators (KPIs), pp. 31–103

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/scorecard-source-select-sell.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/scorecard-source-select-sell-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/scorecard-source-select-sell.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/the-great-ceo-within/scorecard-source-select-sell-dark.png