Sub-qualities
Beyond the 1–5 score per stage, e9Kontrol rates 18 fine-grained sub-qualities — three per stage — shown as a waveform in the Performance & Compliance tab. Each is marked Strong, Developing, or Needs focus.
The 18 sub-qualities
| Stage | Sub-quality 1 | Sub-quality 2 | Sub-quality 3 |
|---|---|---|---|
| Greeting | Identity & Intent | Engaging Value Hook | Tone & Control |
| Needs Discovery | Goal Identification | Active Listening | Needs Summarization |
| Pain Identification | Core Pain Detection | Root Cause Deep-Dive | Emotional Impact |
| Presentation | Value Customization | Engagement & Dialogue | Clarity & Conciseness |
| Objections Handling | Validation & Empathy | Root Concern Addressing | Control & Reframing |
| Closing Deal | Clear Commitment Ask | Urgency & Summary | Timeline & Next Steps |
Reading the waveform
- Strong — the agent did this sub-quality well.
- Developing — partially done; room to improve.
- Needs focus — this is where coaching should concentrate.
tip
The sub-qualities give you specific coaching targets. "Needs Discovery → Needs Summarization: Needs focus" is far more actionable than "Needs Discovery: 3/5".